“Once they have success, they wanna keep attaining success, then you can start increasing goals and giving ’em the support to be able to do that.” – Andy Paul in today’s Tip 1545
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. May is Mental Health Awareness month and all this month we’ll be collaborating with our friends at Allego and their EnableMinutes show to talk about Mental Health in Sales. Here’s Andy Paul, Author of “Sell Without Selling Out” and host of the “Sales Enablement Podcast”:
Andy Paul: We rob people of confidence. You know, they always feel under the gun, but they also I think are undersupplied of confidence. And we do that oftentimes the way we set quotas for people and set expectations. You know, this very simple psychology that people have known for a long time about how you build success in individuals is – give them goals they can achieve, right? Even if they’re not the same goals, a person next to ’em has. Once somebody hits target, what do they wanna do? They wanna keep on hitting their targets, right? Instead, people come in and they tend to get these big numbers they have to go hit or realistic numbers, let’s say, and we’re sort of undermining the confidence of, of sellers. There’s a very simple fix, build on success. Start people small. Once they have success, they wanna keep attaining success, then you can start increasing goals and giving ’em the support to be able to do that.
Scott Ingram: For links to connect with Andy and to find more EnableMinutes, just click over to DailySales.Tips/1545. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!